Job Description
Treasury Management Sales Associate Supervisor The Treasury Management Sales Associate Supervisor manages, coaches and develops TMSAs (6-8 FTE) in their operational duties. TMSAs are responsible for assisting Treasure Management Officer (TMO) with obtaining new cash management business, expansion of existing business relationships and portfolio management through sales optimization activities and industry trend knowledge, sales support and analysis, product risk analysis and mitigation and project participation. This includes both strategic and tactical sales plans for growth, acting as a liaison between Treasury Management and external as well as internal clients and departments. Position Competencies Business Acumen Drive for Results Self-Motivated Ability to collaborate within team and with others Priority setting Strong verbal and written communication skills Microsoft Office Systems Utilization - understanding of Account Analysis System Utilization - understanding of Comerica and TM systems Excellent sales and effective communications skills Position Responsibilities Sales/Revenue Optimization Meet or exceed assigned individual and team sales / revenue goals for traditional TM products, commercial and merchant services. Utilize Converge to track and maintain all opportunities. Participate in client calls with TM Sales Officer including in virtual and person calls. Identify sales opportunities through needs-based assessment, industry knowledge, campaigns, prospecting, reviewing account analysis statements and marketing lists to meet or exceed sales goals. Use information to prepare and execute individual and TMO's sales plan. Responsible to cross sell / up sell TM Solutions to existing customer. Work closely with TM Sales Officer and Line of Business representatives to understand the client's business environment, strategies, and industry to determine their requirements, identify potential new business opportunities and provide innovative solutions. Prepare annual client relationship account structure analysis. Review account analysis statements for additional sales opportunities. Create client relationship reviews including product recommendations based on client's business and industry changes. Coordinate product demonstrations for clients. Utilize industry research tools, benchmarking, peer results and new / enhanced treasury management products to identify portfolio sales opportunities. Sales Support Align with retention efforts and attrition impact by preparing analysis models / presentations and cost benefit analysis, as well as other sales tools. Assist with Request for Proposals. Prepare and generate proformas for both clients and prospects; interpret competitors account analysis statement and determine comparative Comerica product and pricing recommendations with added features and benefits. Participate in joint in person and virtual calls with TM Sales officers and assist with Enrollment Form. Manage exception pricing approval process. Work with TM Sales Officer and Relationship Manager to prepare documents and rationale for the exception pricing committee. Identify, diagnose and resolve client issues. Engage business partners and communicate with customer, TM Sales Officer and/or Relationship/Portfolio Manager. Identify, evaluate and mitigate risks associated with TM products. Collaborate with TMO, RM/PM and TM Risk to ensure processes are within credit policy. Recognize, mitigate and escalate risk issues such as cyber-risk, product risk, and operational risk. Participate with TMOs in Line of Business Meetings. Project Management: Proactively identify, evaluate, recommend and implement changes to operational processes / procedures resulting in departmental efficiencies. Participate on projects impacting TM Sales representing voice of the customer. Participate in coordination and planning of client and industry events such as AFP, TEXPO, Strategic Advisory Council, Customer Forum. Collaborate with other departments to implement change and process improvements. Work with RFP Consultant on RFP and back up tasks. Other projects as assigned. Lead: Administration, Audit and Compliance Support Treasury Management Sales' vision and strategy. Provide a career path for TMSAs as TMOs or in other TM departments. Manage all sales reporting and business pipeline. Utilize Xvoyant for coaching, training, and development. Ensure team completion of necessary and required compliance related training. Ensure compliance by applying all applicable federal state and local laws and regulations and Comerica policies and procedures. Follow procedures within TMSA Playbook. Use and complete colleague training investments. Exhibit risk behaviors that align with Comerica's risk appetite, vet potential risks of a situation, apply appropriate mitigants and continue to monitor effectively, take measured risk to prosecute the business and provide for the long-term health of the organization. Team Development/Management: Align expectations across entire TMSA team with a heavy focus on coaching the less experienced TMSAs. Effectively lead and direct the work of team members. Identify, recruit, develop, assist employees whose competencies are aligned with Comerica's vision and strategy. Provide and assign team members training responsibilities to new hires around TM general knowledge, use of systems, exception pricing process, analysis modeling usage and client reviews. Complete annual performance plans and reviews for team members. Address performance issues in a timely manner with follow-up and documentation with the intent to make the team member a higher-level performer. Participate in internal committees/meetings by team members as deemed available and appropriate. Monitor performance against team goal monthly and coach individual team members.
Qualifications
Qualifications
Bachelor's Degree from an accredited University OR 4 years of relevant work experience
2 years of proven successful sales experience
2 years of Treasury management services and associated risk experience
2 years of experience working with clients on optimizing the client experience
2 years of experience working independently
2 years of demonstrated training, leading, mentoring, coaching and/or coordination experience
Salary Range
For candidates hired in the state of California, Colorado, Washington, New York, Illinois, Maryland, New Jersey, or Massachusetts the expected salary/On-Target Earnings (OTE) range for the role is currently:
California - $92,000 - $172,500 Annually
Salary Range(s) is subject to change. Comerica Bank takes several factors into account when determining individual starting pay. These include but are not limited to position, grade level, location/metropolitan area, skillset, and peer compensation. Comerica Bank considers the employer's work location to determine the pay range.
About Comerica
We know our employees are critical to our overall success and we are dedicated to investing in their future. One of the ways we do this is to offer a comprehensive Total Rewards package designed to recognize and reward individual performance, as well support health, well-being, development and security for our colleagues and their family. Total Rewards consists of cash compensation, development and flexible benefit programs designed to meet individual needs today and in the future. Your salary will be commensurate with your work experience and our programs are reviewed regularly to ensure each remain competitive. We are proud to offer benefits such as health and welfare programs, strong retirement benefits, and generous paid time off programs. You and your eligible family members, including domestic partners and their children, can participate in medical, dental, and vision benefits, 401(k) and pension, income protection benefits such as life insurance, AD&D, and supplemental health programs to offset unexpected health care expenses. We also have a variety of time off programs for things like vacation, sick time, disability, and parental leave. Eligibility for some programs varies based on employment status and tenure.
Upon offer, Comerica conducts a comprehensive background and fingerprint check. Your fingerprints will be used to check the criminal history records of the FBI and may be subscribed in the FBI's Record of Arrest and Prosecution Background ("RAP Back") service, which provides ongoing notification to the Company of any updates to your criminal history.
NMLS certification requirement: where applicable, a favorable background check screening, credit check, fingerprint check, and NMLS certification is required in accordance with the SAFE Act.
Comerica Incorporated (NYSE: CMA) is a financial services company headquartered in Dallas, Texas, and strategically aligned into three major business segments; the Commercial Bank, the Retail Bank, and Wealth Management. Comerica's colleagues focus on relationships, and helping people and businesses be successful. In addition to Texas, Comerica Bank locations can be found in Arizona, California, Florida and Michigan, with select businesses operating in several other states, as well as in Canada and Mexico.
Comerica is proud to be an Equal Opportunity Employer-disability/veteran
